VP of Global Channels & Alliances

Rapid7 VP of Global Channel Sales and Alliances
Rapid7 is on a mission to create a secure digital world. We're seeking an accomplished Vice President of Global Channel Sales and Alliances to lead and inspire our Global Channel Sales organization. This is a highly strategic role, offering the opportunity to drive significant growth, shape the future of our company, and cultivate a culture of innovation and continuous learning.
About the Opportunity
Reporting directly to the General Manager of the Americas, the VP of Global Channel Sales and Alliances will be instrumental in defining and executing our global partner sales strategy across the Americas, EMEA, and APAC regions. As a seasoned channel sales leader, you will be the architect of our Partner PACT Program, championing its evolution and expansion. You'll lead a high-performing team to strategically recruit and manage a diverse channel ecosystem, including resellers, MSSPs, and key strategic alliances, all with the goal of propelling Rapid7 to $1 billion in ARR and beyond!
This role extends beyond traditional channel management; you will also oversee commercial sales relationships with Rapid7's technical alliance partners, distributors, and other crucial ecosystem contributors. A key aspect of your leadership will involve cross-functional collaboration to develop and refine world-class enablement and certification programs. These programs will empower our partners to deliver exceptional value and deployment services for Rapid7 solutions, ensuring customer success and loyalty.
In this role, you will:

• Strategize and Execute Global Partner Motions: Drive comprehensive partner strategies that span all regions and market segments, ensuring alignment with Rapid7's overarching business objectives.
• Cultivate and Expand Partner Relationships: Identify, develop, and nurture robust relationships with a broad spectrum of channel partners, including consulting firms/system integrators, Value-Added Resellers (VARs), Independent Software Vendors (ISVs), Original Equipment Manufacturers (OEMs), and Managed Service Providers (MSPs).
• Drive Performance Through Metrics: Implement and manage metrics-based business plans that ensure sustained alignment and accountability with partners and internal stakeholders.
• Innovate Partner Enablement: Design and implement dynamic programs to educate partners on Rapid7's value proposition, selling best practices, technology solutions, platform roadmap, operational processes, and partner program updates.
• Influence Across Partner Organizations: Engage and influence all levels within partner organizations, from sales and operations to engineering, client support, and executive leadership.
• Foster Internal Collaboration: Establish strong, collaborative working relationships with Rapid7's Direct Sales, Marketing, Customer Success, and Sales Engineering teams to ensure seamless execution and mutual success.
• Provide Executive Insights: Deliver clear, concise, and impactful updates to Executive Leadership regarding key program initiatives, performance metrics, and overall channel strategy.
• Empower Partner Sales: Provide essential sales support and resources to channel partners, directly contributing to pipeline generation and the acceleration of indirect sales.
• Lead Forecasting and Reviews: Prepare for and actively participate in weekly forecast calls and quarterly business reviews, demonstrating a keen understanding of channel performance and trends.

Your qualifications include:

• Extensive Global Channel Leadership: 15+ years of progressive experience developing and leading global channel sales teams, specifically within the Cloud, SaaS/ARR, or Cybersecurity industry.
• Full Customer Lifecycle Ownership: Demonstrated ownership and oversight of the entire customer lifecycle through the channel, from initial engagement through evaluation, purchasing, and renewal, with a focus on growing a multi-hundred-million dollar business segment.
• Proven Program Development: A strong history of successfully developing and managing SaaS channel partner programs in the software industry, showcasing your ability to create and scale effective ecosystems.
• Exceptional Cross-Functional Acumen: Extremely strong cross-functional collaboration skills, with a genuine desire and ability to build impactful relationships across diverse internal teams to achieve broader company objectives.
• Operational Excellence: Deep operational experience in managing contracts, channel marketing, compensation models, and incentive programs, all crucial for the successful delivery of indirect sales through a partner sell-thru model.
• Strategic Business Management: Strong business management capabilities, including the ability to establish team budgets, set quotas, define activity metrics, and accurately forecast to consistently deliver monthly, quarterly, and annual sales goals across all partner territories.
• Empathetic Sales Leadership: A compelling track record in sales leadership, including successfully building, mentoring, and developing high-performing teams, coupled with a referenceable history of working collaboratively in matrix environments where cross-functional teamwork is paramount.
• Commanding Communication: Outstanding communication and presentation skills, enabling you to effectively articulate Rapid7's solution value messaging at events, trade shows, and partner business reviews.

We know that the best ideas and solutions come from multi-dimensional teams. That's because these teams reflect a variety of backgrounds and professional experiences. If you are excited about this role and feel your experience can make an impact, please don't be shy - apply today.
About Rapid7
At Rapid7, we are on a mission to create a secure digital world for our customers, our industry, and our communities. We do this by embracing tenacity, passion, and collaboration to challenge what's possible and drive extraordinary impact.
Here, we're building a dynamic workplace where everyone can have the career experience of a lifetime. We challenge ourselves to grow to our full potential. We learn from our missteps and celebrate our victories. We come to work every day to push boundaries in cybersecurity and keep our 11,000 global customers ahead of whatever's next.
Join us and bring your unique experiences and perspectives to tackle some of the world's biggest security challenges.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or any other status protected by applicable national, federal, state or local law.